Background
Vaccaro, Joseph Pascal was born on February 7, 1935 in Cambridge, Massachusetts, United States. Son of Orazio E. and Margaret G. (Grosso) Vaccaro.
(This book is designed for sales managers as they make dec...)
This book is designed for sales managers as they make decisions and solve problems on a day-to-day basis. Managing Sales Professionals provides readers with specific details and illustrates how to plan, organize, staff, operate, and evaluate a sales force and its activities. This book offers an approach that is practical and realistic--one that is needed by sales managers who want to oversee a successful sales staff. The author, Joseph Vaccaro, uses an “integrated model” approach. He integrates the marketing mix as it relates to selling, and then he delves into the daily situations and problems readers encounter as practicing sales managers. With cases at the end of each chapter that make the chapter material come to life, Managing Sales Professionals is a practical tool for those in the world of marketing and sales management. It is a realistic, pragmatic, practical, how-to approach that explains complex concepts in a clear and concise manner. Vaccaro avoids generalities, and he cuts right to the critical specifics for sales managers in the real world. Terms and concepts are clearly defined, and each chapter concludes with penetrating questions to further develop your sales management skills. Along with a highly pertinent chapter on legal and ethical aspects in selling, Managing Sales Professionals covers: • how to recruit salespeople • motivation procedures • gender and racial diversity of the sales force • how to plan and conduct a training program • effective selling techniques • how to develop brand awareness • new sales technology • how to determine pricing and discount policies • compensation policies • how to determine transportation policies • control and evaluation procedures • how to effectively interact with marketingAnyone looking to increase sales, such as business owners, consultants, marketing professionals, and practicing salespeople and sales managers, can use this book to examine their sales staffs and look for areas in which to improve. Managing Sales Professionals is also ideal for upper level undergraduate students as they learn the basics of how to sell, organize, and run a sales force.
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marketing educator marketing consultant
Vaccaro, Joseph Pascal was born on February 7, 1935 in Cambridge, Massachusetts, United States. Son of Orazio E. and Margaret G. (Grosso) Vaccaro.
Bachelor of Business Administration, Boston College, 1957. Master of Business Administration, Suffolk University, 1969. Juris Doctor, Suffolk University, 1976.
Executive trainee, J. M. Fields, Natick, Massachusetts, 1957;
manager, Prince Leaning Tower of Pizza, West Yarmouth, Massachusetts, 1959-1960;
owner, manager, Vaccaro's Iron Rail Restaurant, Waltham, Massachusetts, 1961-1966;
instructor marketing and management, Burdett College, Boston, 1966-1971;
professor marketing Sawyer School Management, Suffolk U., Boston, since 1971. Consultant Blanchard, Inc., Boston, 1968-1988. Director marketing/advertising plans American Advertising Federation.
Reviewer Prentice-Hall, Harper/Collins, Winthrop Public, Allyn and Bacon, Inc., West Public, Kent Public Company, The Rev.of Business Studies, Journal Promotion Management, International Journal of Business, Journal of Retailing and Consumer Superior vena cava syndrome, Journal of Customer Svc. in Marketing & Management. Member editoral advising committee, journal reviewer Journal Professional Superior vena cava syndrome, Marketing, Health Marketing Quarterly, Journal Hospital Marketing. Convention speaker.
(This book is designed for sales managers as they make dec...)
Past chair Ward Committee. Past president Corpus Christi Holy Name Society, Newton Junior Chamber of C. Active Parent-Teachers Association, Auburndale Community Association, Newton High School Alumni Association, Boston College Alumni Association, Suffolk University Alumni Association.
Member Association Marketing Educators, American Academy Advertising, American Advertising Federation (member academy committee, Certified of Commendation, national student competition judge), American Association Advertising Agency, American Marketing Association (Boston chapter collegiate vice president, board directors, Hugh G. Wales Faculty Advisor of the Year award, Certified of Recognition), Delta Sigma Pi.
Married Patricia A. Murphy, June 29, 1963. Children: Paul J., Anne M., Theresa M., Rose P.